Director of Sales

Purpose: The Director of Sales is responsible for planning and managing the overall sales of the hotel to achieve optimal occupancy, maximizing revenue, and meeting/exceeding hotel profit objectives. Position Overview: The Director of Sales oversees and manages sales staff to meet or exceed planned revenue objectives for occupancy and average daily rate (ADR). Manages all areas of sales according to Brand standards to achieve a professional rapport within the local business community. The Director of Sales is a “hands-on” manager, actively involved on a daily basis in securing, qualifying and following up on leads to book specific business. The Director of Sales central focus is in sales and the development of his/her sales team. Key Responsibilities: Meets or exceeds budgeted REVPAR for the hotel. Work directly with the General Manager, SVP Global Sales, Chief Operating Officer, and other executive management on the business plan, quarter plan, and budgets. Prepares departmental budget that correctly reflects the hotel’s business plan. Forecasts occupancy fluctuations and directs selling activities to maximize revenues. Knows the hotel’s demand segments, sources of business for each, and balances market segments according to supply and demand. Knows the principal competition for each market segment and takes advantage of hotel’s strengths against each competitor. Accurately forecasts occupancy changes based on changing market conditions (additions to supply and demand, etc.). Supports guest service as the hotel’s driving philosophy. Personally demonstrates a commitment to guest service by responding to guests’ needs. Responds and follows up via TripAdvisor, guest comment cards, or other modes of guest satisfaction Develops/assists with development of the hotel’s sales plan based on the hotel’s position and strengths within each market segment. Implements hotel’s sales plan. Analyzes and understands the competition’s strengths and weaknesses for each market segment and successfully directs marketing activities against each. Identifies and maintains constant communications with the hotel’s key accounts. Actively sells room nights through outside sales calls, telemarketing, tours, etc. Makes outbound lead follow up calls to potential and existing customers by telephone and in person to qualify leads and sell hotel services. Maintains clear communication with sales managers and the entire sales team in order to review and give feedback on sales performance Ensures that hotel employees (specifically front desk staff) are familiar with key accounts and “specifics” (special rates, special requirements, etc.) relating to business booked in the hotel. Helps to develop management talent by acting as a mentor for direct reports. Ensure the timely and accurate payroll for the department per payroll/accounting practices is an integral part of the leadership team, attends all scheduled meetings and contributes actively with proper preparation Effectively communicates to hotel team members Conducts a daily briefing with department team members on current key activities Be an inspiration to all hotel staff to achieve luxury levels of performance Interacts in a positive way with all team members to ensure a luxury guest experience Must be an example of the Hotel Values, brand standards, and a champion of grooming and appearance guidelines

Requirements

Qualifications: Proven team leader with a high level of energy and motivation with a proven track record of living the company's values. Results oriented with an emphasis on both individual and team accountability. Minimum of 5 years Sales management experience, preferably in the luxury setting a strong understanding of overall hotel business Ability to study, analyze and interpret complex activities and/or information in order to improve new practices or develop new approaches Must have the ability to understand global markets that affect the business of the hotel Must have strong decision making skills Strong oral and written communication skills Ability to communicate at all levels Ability to train and develop team members Ability to work effectively in a team environment and take initiative Excellent organizational skills Analytical skills Computer skills (word processing, spreadsheet, and presentation software) Language skills according to the hotel needs Desired: Firsthand knowledge of LA market Knowledge of following systems: Opera, SalesPro, Delphi, SynXis, Duetto, Tableau, Ideas

Job Info

Los Angeles, CA

Posted on:
03/12/2019

Position Available: Immediately

Bonus Plan: Yes

Work Permit:
Applicants who do not already have legal permission to work in the location of this job will not be considered.

Other: Medical, Dental, Vision, Life Insurance

Management Position: Yes

Description

Purpose: The Director of Sales is responsible for planning and managing the overall sales of the hotel to achieve optimal occupancy, maximizing revenue, and meeting/exceeding hotel profit objectives. Position Overview: The Director of Sales oversees and manages sales staff to meet or exceed planned revenue objectives for occupancy and average daily rate (ADR). Manages all areas of sales according to Brand standards to achieve a professional rapport within the local business community. The Director of Sales is a “hands-on” manager, actively involved on a daily basis in securing, qualifying and following up on leads to book specific business. The Director of Sales central focus is in sales and the development of his/her sales team. Key Responsibilities: Meets or exceeds budgeted REVPAR for the hotel. Work directly with the General Manager, SVP Global Sales, Chief Operating Officer, and other executive management on the business plan, quarter plan, and budgets. Prepares departmental budget that correctly reflects the hotel’s business plan. Forecasts occupancy fluctuations and directs selling activities to maximize revenues. Knows the hotel’s demand segments, sources of business for each, and balances market segments according to supply and demand. Knows the principal competition for each market segment and takes advantage of hotel’s strengths against each competitor. Accurately forecasts occupancy changes based on changing market conditions (additions to supply and demand, etc.). Supports guest service as the hotel’s driving philosophy. Personally demonstrates a commitment to guest service by responding to guests’ needs. Responds and follows up via TripAdvisor, guest comment cards, or other modes of guest satisfaction Develops/assists with development of the hotel’s sales plan based on the hotel’s position and strengths within each market segment. Implements hotel’s sales plan. Analyzes and understands the competition’s strengths and weaknesses for each market segment and successfully directs marketing activities against each. Identifies and maintains constant communications with the hotel’s key accounts. Actively sells room nights through outside sales calls, telemarketing, tours, etc. Makes outbound lead follow up calls to potential and existing customers by telephone and in person to qualify leads and sell hotel services. Maintains clear communication with sales managers and the entire sales team in order to review and give feedback on sales performance Ensures that hotel employees (specifically front desk staff) are familiar with key accounts and “specifics” (special rates, special requirements, etc.) relating to business booked in the hotel. Helps to develop management talent by acting as a mentor for direct reports. Ensure the timely and accurate payroll for the department per payroll/accounting practices is an integral part of the leadership team, attends all scheduled meetings and contributes actively with proper preparation Effectively communicates to hotel team members Conducts a daily briefing with department team members on current key activities Be an inspiration to all hotel staff to achieve luxury levels of performance Interacts in a positive way with all team members to ensure a luxury guest experience Must be an example of the Hotel Values, brand standards, and a champion of grooming and appearance guidelines

Requirements

Qualifications: Proven team leader with a high level of energy and motivation with a proven track record of living the company's values. Results oriented with an emphasis on both individual and team accountability. Minimum of 5 years Sales management experience, preferably in the luxury setting a strong understanding of overall hotel business Ability to study, analyze and interpret complex activities and/or information in order to improve new practices or develop new approaches Must have the ability to understand global markets that affect the business of the hotel Must have strong decision making skills Strong oral and written communication skills Ability to communicate at all levels Ability to train and develop team members Ability to work effectively in a team environment and take initiative Excellent organizational skills Analytical skills Computer skills (word processing, spreadsheet, and presentation software) Language skills according to the hotel needs Desired: Firsthand knowledge of LA market Knowledge of following systems: Opera, SalesPro, Delphi, SynXis, Duetto, Tableau, Ideas